18th and 19th century early American lighting.Period tinware lighting including table lamps, chandeliers, floor lamps, sconces, lanterns, and accessories.

-How long have you been making your product?

I’ve been building lights for over 20 years.

-How did you get started?

Actually by accident. I had no intention of becoming a Tinsmith, I just fell into it.

-How did you let people know about you & your product?

Word of mouth through our customers, tradeshows.

Do you have a guiding philosophy?

Take care of your customers. If we don’t like it we won’t sell it.It has to be up to our standards before we ship it.

Do you sell to retail shop owners? (Do you sell Wholesale)?

Yes.

·Can you explain why you choose to or not choose to sell wholesale?

Initially this is how we got started.We choose to sell wholesale because our customers know what they want and are familiar with our product and services.

·What made you decide to sell wholesale or to not sell wholesale?

Our first trade show was wholesale.We recently started selling a little retail. The retail aspect of our business is actually only about 1%.

·Do you have any advice to other vendors/artists on working with shop owners? Make sure that they are taken care of and always be honest.We want them to succeed; if they are successful we are successful. We only want our clients to buy what they need and can afford. We tell them this.

-Is it important to forge relationships with shop owners?

Absolutely.Although we may not be able to see them on daily or even semi annual basis, we try to reach out to them over the phone and e-mail.

-Do you educate your buyers on your product?

Yes.

* If so, how do you educate them?

We answer any question they have and try to show them how to take care of and maintain the light if necessary. Also, we try to supply any literature we have available to help answer their customers questions about our product.

* Why is it important?

It’s important because the more they know the easier it will be forthem to make a sale and hopefully reorder.

Have you ever participated in a trade show?

Yes.

oIf so, please tell us about your experience

In past years we have only participated in one or two shows per year. This year, we have already been to, I think, seven shows. We have been requested to participate in different venues this year. It is hard work, but we really enjoy it and our daughter often comes along.Our recent experience has been my wife and I exhibiting at two shows at the same time.

oDo you have any advice to fellow artists on how to prepare for a show?

Work hard and never try to speed the process by taking the short route. Make sure it looks great and you are completely satisfied, no matter how tired you are.

Check out the show before you do it. Make sure it fits your product.Also, ask people what works and what doesn’t.

oTips on displaying products?

Always bring new designs and display them well.Make them the center of attention and be sure to point them out.

·Some artists do not sell wholesale because they believe they cannot get fair value for their product. Can you describe benefits to selling wholesale, especially in a struggling economy?

We sell wholesale in this struggling economy because our customers know what they want and ultimately this is how the business model is structured.

If you sell to shop owners, is it important to be discriminative on whom you sell to?

We usually sell to furniture and antique shops. We have some catalog and internet based companies that we work with as well.

If you sell retail as well as wholesale, do you see any competitive conflicts with your shops that carry your items?

No. The reason is because we do not sell very much retail; maybe 1% of our business is retail.

Do you have any advice for artisans on weathering a poor economy?

Cut costs, eliminate any debt, and do not live beyond your means.

Do you advertise?

No. We advertise through the participation in a trade show. We have never advertised in any publication, paper, or magazine.We have had articles written about us; in fact we will be in a magazine next quarter.

-What are some effective (& economical) ways to let customers know about you?

Word of mouth and free advertising.Trying alternate trade shows in different locations and reaching new clients.We also send out brochures, make phone calls, current website updates, and mail post cards provided by trade shows.Sometimes, we send potential clients a light to try in their shop.There are lots of alternate ways to be creative.

Is it important to love what you do? Yes. We love our job. It is labor intensive and we work long hours, but we enjoy it.

Where do you find inspiration for new designs?

We often have customers ask for custom designs, historical books, museums, and variations of our current pieces. Most of the time it is me, a pencil, notepad, and some sketches trying to make it all come together.

Do you have a favorite quote?

“Never Quit” – Joe

And

“Always treat people the way you would want to be treated.”- Teri

What do you think American artisans/venders can do to make themselves more marketable/sellable?

We need to promote the American Made status as much as possible and stick together. Make it known that we are proud of our hard work and want everyone to know that it is us that made this product for you.

Product Description

·Please describe your product:

18th and 19th century early American lighting.Period tinware lighting including table lamps, chandeliers, floor lamps, sconces lanterns and accessories.

·Describe how your products are made:

Our products are 100% handmade. We do not use stamp presses or any heavy machinery to make our lighting.Each crimp, bend, and attention to detail is made with our hands.We have the proof to show you; look at these farmer hands.

·Describe how your products are unique from similar items in the market place:

First and foremost we are 100% Handmade in America. Our finish and attention to detail and design are unique.

·Describe how you offer competitively priced merchandise

We are able to maintain competitive pricing based upon the fact that we do not live beyond our means. We love what we do and enjoy providing the best product we can build. We have not raised our prices in some time. We pass the savings on to our customers whenever we can.

Marketing

·Describe the different marketing materials you produce to promote your products:

We have our catalog, post cards, website, word of mouth and tradeshows. We have not put any add in any publication.

Ordering Process

a.Describe your ordering process

We have a few options in ordering. You can always call us, fax, e-mail, or place your order at the show.

·Ways customers can view and order your merchandise:

We have a catalog that most of our customers use which includes a color insert page. We also have our website or booth to order from at tradeshows.Often we make new designs that may not be photographed. Since it is just my wife and I in the shop, you could often describe the piece you are looking for and we will know what you are referring to.

·Minimum order, return policy, order confirmation, back order and shipping process:

We do not have a minimum order. We have not had anything returned, but if UPS damages your light we will ship you out a new piece. As for order confirmation, my wife will usually call and let you know we are working on your order and you will be receiving it soon.We ship UPS and only charge what UPS charges. We do not have any additional handling charges or material costs associated with shipping.

Customer Service

·Describe what constitutes customer service to you and Give examples of how you provide excellent customer service:

We try to make sure that our customers are provided with the essential information and product to help them become successful.

Describe how your company/customer base has grown over the years:

Our customer base has grown over the years and we have adjusted to those changes. In the past we had a crew working for us so we needed to have that continuous growth to make sure our employees were taken care of. Currently, there are only 2 of us in the shop, my wife and myself.We are responsible for taking care of it all.We try to limit how much we take on.

Community and Charity Involvement

We donate lights to local charity events and try to volunteer at the elementary school.In the past we have demonstrated the art Tinsmithing for elementary children and gave them the opportunity to look at and use some of our tools.

Any Additional Information

We just want to thank you for taking time to read what we have to say.

In the three mediums Tom has worked in (for 30 years now) he’s always set prices at wholesale, so that is where we start, and we work to retail from there.It was the initial decision and what we’ve stayed with.

Q&W:

Can you offer any advice to other artists on working with shop owners?

Tom & Pat:

Offer good quality at a good price, stress American made, be available to answer questions.Provide sales aides – tags, literature, displays, signs, explanations – whatever works for you and your product.Make sure your work is unique, and tell the store WHY and HOW you are unique – don’t duplicate what is already available.Be patient – the store owners don’t know your product like you do.

Q&W:

Is it important to forge a relationship with shop owners?

Tom & Pat:

YES!Everyone wants to be ‘special’ and any time you can show a shop owner that that person (responsible for a portion of your income) is, indeed, special to you, you increase the potential for both of you!

Q&W:

Do you educate buyers on your product?

Tom & Pat:

YES!!!The more a store owner knows about you and your product, the better that person will be able to sell your work.That’s one of the rules of selling!We educate by writing info tags on many of our pieces, and including them when the pieces are bought by a store.We also have general info tags, for instance, on why Polished Pewter is historically accurate and on our antique molds and how pieces cast in them will be different from other pieces.We talk to the stores, by phone or at shows, and are available to answer questions.We suggest items that have good ‘track records’ for sales in specific types of stores or locations.We invite store owners and buyers to see us at a retail show and purchase from us there, where they have a chance to ‘cherry pick’ and to see and choose from one-of-a-kind items or new things that aren’t in the catalogue.

Q&W:

Have you ever participated in a trade show?What was your experience?

Tom & Pat:

Our first traditional wholesale show was The Gallery of American Craftsmen with Bob Goodrich.That was in 2000 and it literally changed the course of our business, setting us firmly on the path of Early American reproduction.We credit The Gallery with a large part of the current success of our business.To have a promoter provide a space for artisans to sell unique, traditional, American handcrafted items (as opposed to the big trade gift shows that are mostly imports) was, and is, a revelation!We had, once, participated in the Buyer’s Market of American Craft, in Philadelphia.It is a beautiful show, featuring American made (both North and South continents) but it was not our market, as it is very contemporary. It is a terrific venue for contemporary artists, and those who can cross over.

Q&W:

Can you offer any advice on how to prepare for a show?

Tom & Pat:

First – ask the right questions to understand your venue.Is it Cash and Carry, Order writing, both?Is it traditional, contemporary, handcrafted, factory made in America, imports.If you are new to wholesale, visit a market first to see what is being offered and at what prices.Can you fit in those price structures?Feel free to exhibit and sell ONLY those items you want to produce at wholesale prices.Feel free to set whatever delivery schedule you want to set – BUT STICK TO IT!

Q&W:

In your opinion, what are the benefits of wholesale?

Tom & Pat:

Many artists who retail only are dependent on shows, so the biggest benefit of selling wholesale is that you don’t have to travel, you are not away from your shop, you don’t have road expenses and booth fees and you don’t have time away from your production schedule.

Q&W:

Would you pick and choose who you sell to?

Tom & Pat:

We ‘discriminate’ only in that we try not to have the same product in the same zip code.We sell to fine gift stores, country and Americana stores, reproduction stores and museum shops and physical locations as well as internet stores.We do retail as well as wholesale, we do shows and we sell from our own gallery.Every once in a great while, a store (or potential customer) will complain about us selling our product.It usually takes the form of “I can’t sell that for what you sell it for and make any money”. Twice, I have had someone actually tell me he or she won’t order from me because I do my own retail.That is a decision each store owner gets to make for him or herself, and I don’t let it affect my business decisions.

Q&W:

Do you have any advice for shop owners and artisans on weathering a poor economy?

Tom & Pat:

First, for the artist, we would say be creative.Every time you show yourself at a show, whether retail or wholesale, have something new.If customers have requested something, see if you can make it!For us, there is no option to ‘weathering the storm’.We are in this for the long haul.We may not have as much inventory on hand, we may make things to order.We are more judicious with ordering raw materials and other supplies.Save where you can, but don’t skimp on quality as that is what will sell.For shops, my advice is similar.Listen to your customers; make sure you have what they are looking for.Offer new items, maintain your quality but perhaps limit the quantity of each piece you have in stock.

Q&W:

Please tell us about your Advertising.

Tom & Pat:

We advertise a lot.Advertising seems to be something that goes by the wayside when times are tight and that is when advertising is most important.One of the cheapest ways to make sure people can find you is an active and up to date website.Also, include additional information – ‘news flashes’ about you, upcoming shows, new product info, etc – in every box you ship.

Q&W:

Is it true for you that handcrafted goods are still selling strong?

Tom & Pat:

We give this a resounding, qualified YES!The qualification is that AMERICAN MADE handcrafted is selling remarkably well.There are still lots of people with significant disposable income and they are still willing to dispose of it.They are being much more discriminating with it, though.We are seeing, both in our shop and at shows that people are looking for things to enhance their homes and bring comfort and beauty to their lives.People are willing to pay the price as long as they receive value for the dollar spent, quality and American Made.They also are often looking to take home a piece of the artist (rather than the art) if the artist has made a positive impression on the customer.

Q&W:

Is it important to love what you do?

Tom & Pat:

YES!It’s way too damn much work otherwise.Additionally, potential customers know if you really care about what you have made and or offering them or not and it makes a HUGE difference.

Q&W:

Where do you find inspiration for new designs?

Tom & Pat:

We have research books to see what has historically been done with pewter (our medium).We look to history a lot, but also to what was done with other metals, and can we replicate some of that.We listen to what customers ask for.Some ideas are just figments of our own warped minds.

Q&W:

Do you ever think outside the box?

Tom & Pat:

Often!Historically, pewter was always a functional metal, not decorative.We make pieces that are more like what was done with silver than with pewter.Sometimes, we make a piece because someone told us we couldn’t, or we have happy accidents.

Q&W:

What makes an artist stand out in your mind?

Tom & Pat:

Quality and uniqueness of work and personality of the artist.

Q&W:

What is your philosophy on Keystoning?

Tom & Pat:

Frankly, what I charge wholesale for any piece is what I need to get for that piece.Whatever a store charges is entirely their business.My wholesale price is always 40-50% off what I charge retail in my store or at a show.

Q&W:

Do you have a favorite quote?

Tom & Pat:

“American Crafts Should Be made By American Craftsmen”!

Q&W:

What do you think American artisans/vendors can do to make themselves more marketable/sellable?

Tom & Pat:

Make sure your customers – whether the public or a store – ALWAYS know you’re American made, or that you carry American made.Be diligent and consistent in getting that word out!Artists – ALWAYS sign or mark your work. No one is willing to buy something that you don’t take pride in and if you are proud of your work, sign it!

In our foundry we create and offer traditional and original pewter tableware and household items.Tom and Pat share a fascination with European and American history which translates to our work.

We sculpt our own originals, which we use to cast pieces unique to ASL Pewter.Using traditional metal spinning techniques, we create our own mugs, basins and goblets.That process includes chiseling our own wooden forms to each desired shape and then moving the metal over the form with wooden sticks, while the form is turning on the lathe.We also have a collection of antique bronze, aluminum and steel molds, from which we cast historic replicas and reproductions.Many of those molds were made between 1780 and 1840 for what was then known as Bucks County Pewter in Pennsylvania.The result is an inclusive line of exceptional and totally unique pewterware that is functional, beautifully decorative and historically accurate.

In September, 2002, we instituted a formal apprenticeship program.It is important to us to pass along our knowledge and skill, and to help to keep alive a craft that is rapidly becoming lost.In 2003 Pat started decorating some of our pieces with an historic form of engraving called wrigglework, so we are preserving another element of fine folk art.Some of Pat’s wrigglework has been acquired by the American Folk Art Museum in New York, New York for their store.

Our work has been featured in St Louis Homes and Lifestyles, Early American Life, Country Living and Missouri Life Magazines and is shown in galleries and museum shops around the country.We have been selected by Early American Life Magazine as among the top 200 Traditional Crafters in America for every year since 2002.In 2002, we were honored to have made an ornament for the White House Christmas tree and in 2002 and 2003 for the Christmas tree at the Missouri Governor’s Mansion.We have participated in juried shows across the country including Kentucky Crafted, The Market, The Country Folk Art Festivals in Illinois, the 18th Century Craft Fair at Mt. Vernon, and fine Americana and folk art shows in Ohio, Pennsylvania, Massachusetts, Virginia, Missouri, Indiana and Connecticut.We are founding officers of Traditional Handcrafters of America, an organization dedicated to the preservation and teaching of fine crafts.Tom is past president and Pat is past treasurer of Missouri Artisan’s Association, the largest independent art organization in the state.Pat has also served as treasurer of the Great River Road Guild of Professional Artisans and is past president of the Clarksville Area Chamber of Commerce.

I do a lot of different things, but I mainly recreate items that embody woman’s decorative and domestic arts of the 18th and 19th centuries.I’ve been sewing since I was 11 and I employ many forms of textile arts in my work.I particularly enjoy doll making as it allows me to meld many different skills into one creation.In addition to doll making, I also make reproduction historic clothing and flags, quilts, penny rugs, embroidered samplers, hooked and shirred rugs, sewing accouterments, teddy bears, fabric and fur animals, Father Christmas figures, candy containers and spun cotton ornaments.I paint murals, floor cloths, theorems, window shades, and do decorative and grain painting on furniture.Some of my dolls, candy containers and other items are accented with scherenschnitte that I hand cut.My samplers and rugs are often made with floss and wool that I hand dye with natural plant dyes.Frequently the dye stuff that I use are plants that I grow in my gardens. When I have time, my husband and I restore antique carousel horses.

Q & W:

How long have you been making your product?

Paula:

Since 1986.

Q & W:

How did you get started?

Paula:

I originally started out restoring antique carousel horses with my husband.Due to the chemicals and paints involved, you need to have great ventilation, so we mainly worked on the horses during the spring, summer and fall.I was in an antique shop with my mom and saw the owner there making teddy bears out of old fur coats.I told my mom “I could do that” and then started thinking about how I would do it differently, and how I would want my bears to look.To start with I would make bears in the winter when we weren’t working on horses.

Q & W:

How did you let people know about you & your product?

Paula:

I ran magazine ads and did retail shows.

Q & W:

Do you have a guiding philosophy?

Paula:

I basically make and sell things that I love and treat my customers the way I would like other people to treat me.

Q & W:

Do you sell to retail shop owners? (Do you sell Wholesale)?

Paula:

Yes.

Q & W:

What made you decide to sell wholesale or to not sell wholesale?

Paula:

It was strictly a money making decision.

Q & W:

Do you have any advice to other vendors/artists on working with shop owners?

Paula:

Avoid consignment like the plague; instead sell things to shops out right at wholesale.

Q & W:

Is it important to forge relationships with shop owners?

Paula:

It’s always nice to make friends with shop owners, but I wouldn’t say that it was an absolute necessity. It really depends on the people involved.Some shop owners like to know a lot about the people they buy from and others don’t.

Q & W:

Do you educate your buyers on your product?

Paula:

I certainly try to because of the historic nature of the things I make and sell.

Q & W:

Do, how do you educate them?

Paula:

I create specific tags for items that I think need them, which explain the history of craft, materials used, etc.

Q & W:

Why is it important?

Paula:

A lot of my things are not run of the mill, so unless you know quite a bit about antiques, you may not be familiar with what they are.

Q & W:

Have you ever participated in a trade show?

Paula:

Yes.

Q & W:

If so, please tell us about your experience.

Paula:

Trade shows are ok.They have never been a huge moneymaker for me, as the price points of the things I make are higher than most shop owners are looking for.Buyers ohh and ahh over everything in my booth and then admit that even though they love it all, it’s more expensive than a lot of them think they can sell.

Q & W:

Do you have any advice to fellow artists on how to prepare for a show?

Paula:

I generally prepare for them much like any other show.Once you have decided on your wholesale policy and worked out an efficient ordering system and delivery schedule, everything else is pretty much the same.

Q & W:

Tips on displaying products?

Paula:

Obviously you should try to display your products to their best advantage and give shop owners some ideas for displays of your items that would look good in their stores.

Q & W:

Some artists do not sell wholesale because they believe they cannot get fair value for their product. Can you describe benefits to selling wholesale, especially in a struggling economy?

Paula:

The benefits would be the same as they always would, being able to sell a large amount at one time (due to your minimum purchase requirements).

Q & W:

If you sell to shop owners, is it important to be discriminative on whom you sell to?

Paula:

I don’t.

Q & W:

Would you sell to Brick & Mortar Shops only or to Internet Based shops, a person doing craft shows and home-shows as well?

Paula:

To tell you the truth, I really don’t care as long as the customer meets my minimum purchase requirements.Wholesale is all about selling items at a discount when a customer agrees to buy in a large quantity.In fact at trade shows a lot of shop owners buy my items just for themselves, not to resell.They are very open about it, and as long as they are meeting my minimum that’s fine.

Q & W:

If you sell retail as well as wholesale, do you see any competitive conflicts with your shops that carry your items?

Paula:

No, not really.I don’t have a storefront; I sell retail strictly at shows, online and by mail order.There will always be customers that really prefer to shop in person and enjoy being able to go to a shop in their local area.Especially when it comes to buying intricate handmade items like mine and even more so if what they are buying has a face (dolls, bears and other animals, or paintings of people).

Q & W:

Do you have any advice for artisans on weathering a poor economy?

Paula:

Being an artisan has never been a particularly lucrative thing to be and obviously it is much more difficult now.I recently took a part time job as the Director and Curator of a small museum.I’m at the museum two and a half days a week, which is great as it leaves me the rest of the week to run my own business.

Q & W:

Do you advertise?

Paula:

Yes.

Q & W:

What are some effective (& economical) ways to let customers know about you?

Paula:

Having a good email mailing list and sending out a few notes on sales, new products, etc. is great (and obviously low cost).Just don’t over do, you don’t want to annoy your customers, just keep them informed.

Q & W:

Is it important to love what you do?

Paula:

I think so.It shows in your quality of workmanship.

Q & W:

Where do you find inspiration for new designs?

Paula:

Inspiration is something I’ve never had a problem with.I have more ideas for things than I will ever have time to make.They fill my head to over flowing.I especially tend to think of new designs when I’m working.

Q & W:

Do you have a favorite quote?

Paula:

“Remembrance is the sweetest flower that in the garden grows.”(Which isn’t exactly a quote, but instead is part of a verse from an old sampler.)

Q & W:

What do you think American artisans/venders can do to make themselves more marketable/sellable?

Paula:

I’m not really sure that there is anything.Trends go in cycles.For the past twenty-five or thirty years, handmade items have been considered very desirable; unfortunately I think that the trend is now moving away from that.

Describe how your products are unique from similar items in the market place:

Paula:

I pay great attention to historical accuracy when it comes to construction methods and materials.

Q & W:

Describe how you offer competitively priced merchandise:

Paula:

I can’t really do much about the cost of the materials I use, since they cost what they cost.What I can control is what I charge for my time.Everything I make is labor intensive, but I work cheap.

Q & W:

Describe the different marketing materials you produce to promote your products:

Paula:

I have a very comprehensive website.I also have a doll making blog, www.izannahwalker.com,that supports the classes I teach and the patterns that I sell.I have a second blog in the works to support that will act as support for my spun cotton ornament classes, both the ones I teach in person and those that I offer bymail.Inaddition, I very carefully tag the items I sell with a complete description and materials list, if it is a product that needs a bit of an explanation.

Q & W:

Describe your ordering process:

Paula:

Customers can order online or phone or mail in their orders.

Q & W:

Ways customers can view and order your merchandise:

Paula:

Either at the select shows I do each year or by visiting my website www.asweetremembrance.com .I also put items up for sale on eBay and Etsy occasionally.

Q & W:

Minimum order, return policy, order confirmation, back order and shipping process:

Paula:

We just finished setting up my new website this past fall.The retail portion of the website is complete, but I had to stop working on the wholesale area in order to prepare for the fall show season and to fill Christmas orders, and I haven’t gotten back to it yet because of my new job as a museum Director and Curator. In the mean time I provide wholesale buyers with pricing and guidelines.

Q & W:

Do you have Policies and Minimum Order Requirements?

Paula:

Prior to initial orders, wholesale buyers must submit a copy of their resale certificate and business card or letterhead. First-time wholesale buyers must purchase a minimum of $275; the minimum for reorders is $100. No returns unless damage occurs in shipping. Contact me immediately upon receipt in that case. Wholesale buyers are charged 8% of total order for shipping.

Q & W:

Do you do custom work?

Paula:

Custom designs are available for your shop.In order to have me design and make special limited edition pieces that are only sold by you, you must purchase a minimum dollar amount of $750 of the custom designed item.Please contact me to discuss the specifics of a limited edition.

Q & W:

What about Ordering and Checkout?

Paula:

You may either call me with your order at 860-355-5709 or use the secure order form on my website www.asweetremembrance.com . Enter your store address and your shipping address under alternate shipping address (if applicable).Use the voucher code Buyer. Enter Wholesale in the Comments area.You will be charged 8% shipping.This will not show up on the online order form and receipt.I will email you an adjusted receipt with the 8% shipping added on to your total.

Q & W:

Describe what constitutes customer service to you and Give examples of how you provide excellent customer service:

Paula:

I offer free shipping to my retail customers on everything I sell except antique carousel horses.I also provide unlimited support for anyone who takes a class from me or buys any one of my patterns.I’ve started a doll making blog that also provides additional support for my patterns and classes and I have additional support blogs planned.I’m always available and happy to answer questions about my wares.I’m willing to design custom products for shop owners that only their shop can sell.

Q & W:

Give examples of how you help your customer grow his/her business:

Paula:

I can design special items for shops and if the shops are not too far away, I can come in and offer signings, lectures, demonstrations and classes.

Q & W:

What about Growth & Awards?

Paula:

My work as been pictured in the New York Times, Teddy Bear Review, Teddy Bear Source Book, Cross Stitch and Country Crafts, Crafting Traditions, Christmas From The Heart, Christmas All Through The House, Scrap Crafts from A to Z, Holiday Cooking, Early American Life, and Doll Crafter and Costuming.I’m very proud to have been juried into the Early American Life Directory of Traditional American Crafts nineteen times in the course of eight years, in the categories of Toys and Dolls, Clothing, Textiles and Needlework, Miscellaneous, Santas, Other Holidays, and General Christmas (many years in multiple categories).I was chosen by Old Sturbridge Village as Craftsperson in Residence for August 2005.

Q & W:

Describe how your company/customer base has grown over the years:

Paula:

By creating a website, I now have much better exposure to people worldwide.

Q & W:

What about Community and Charity Involvement:

Paula:

I do a lot of work with museums and historical societies (in addition to my job as a director and curator of a museum).I regularly give demonstrations and talk to people about my work.

Q & W:

Do you have any additional information that you would like to share with the readers?

Paula:

I consider myself very fortunate to be able to work and live in a late 18th century home.We own just under ten acres of land, which gives me plenty of room to grow heirloom flowers, fruits, vegetables and herbs.Often times the things I grow find their way into my work as dyestuff for fabric and floss or ingredients in the soap I make.

Phyllis: 20 years. I was a painter when our son came along and my husband was away for 4 months at a time so I began to work with fiber instead of paint. I have been weaving since I first got married 32 years ago. Andrew then was a commercial fisherman and I taught myself. I have been a business here in Maine for 20 years and enjoy it still. Recently, Phyllis’s weaving business was included in a new book Crafting a Business by Kathie Fitzgerald of Sterling Publishing. I create items for the home to be used, not just to look at. I live with all my textiles and Andrew’s iron all around us.

Q&W:How did you let people know about you & your product?

Phyllis:I started with a local shop and then shows, now I have my own shop/ web site.

Q&W:Do you sell to retail shop owners? (Wholesale).

Phyllis: Yes, and I offer a unique item to each shop so there is not repetition, customizing.

Q&W:Can you explain why you choose to or not choose to sell wholesale?

Phyllis:I like to take the shops color palette and create textiles for their customers.

(as seen in June 2007 Country Living magazine). This flag is woven from new and recycled materials 100% cotton jean materials. The size of the flag is 18″ x 24″. This flag is to be hung on the wall and includes a rod pocket. The rod pocket can use up to 2″diameter rod.

Q&W: What made you decide to sell or not sell wholesale?

Phyllis: Working with the shop owners is a great experience, they promote your work.

Q&W: Do you have any advice to other vendors/artists on working with shop owners?

Phyllis: Listen to their needs and their customers requests this will lead you to what works.

Bedspread, Pillowcases and Bedskirts

Q&W: Is it important to forge relationships with shop owners?

Phyllis: Definitely! I know my shops very well and for years. We have become friends and keep in touch with what is going on in our lives as well as about the product I produce.

Q&W: Do you educate your buyers on your product?

Phyllis: All the time! I try to explain the process of my work and how they can present me and my product. (I educate my buyers) through photos, samples and now my blog! (It is important to educate your customers because it) Updates them and keep you fresh and memorable.

Q&W:Do you have any advice to fellow artists on how to prepare for a show?

Phyllis: Lay out your work in an approximate layout of your booth and be ready to change. Carry extra tape, staples, pens, paper to draw ideas out (My) tips on displaying products would be to make it light weight and colorful.

Q&W:Can you describe benefits to selling wholesale, especially in a struggling economy?

Phyllis: Less travel to make the same amount cause when you are doing a weekend retail show you are wholesaling the item to your self and what a risk for 3 days! Get the orders and stay home!

Q&W:If you sell to shop owners, is it important to be discriminative on who you sell to?

Phyllis: It depends on how much time you have and inventory. If you have an intense labor item you do not want to sit and wait for a check, find a shop that pays COD. But if you have a lot of one item and can wait for an internet shop to sell your work and pay you –go for it, unless it links to your internet shop then it is good networking.

Pillowcases

Q&W:If you sell retail as well as wholesale, do you see any competitive conflicts with your shops that carry your items?

Phyllis: No, as I pointed out before I create a unique look for each shop.

Q&W:Do you have any advice for shop owners & artisans on weathering a poor economy?

Phyllis: Keep calm, don’t be negative that only turns people and artisans away, when they come to shop they want to be uplifted and they will return again knowing what a good experience it was.

Q&W:We have heard time & time again, that during this tender economy, handcrafted goods are still selling strong. Has this been true for you & if so, why do you believe customers are paying more for Made in USA versus imports?

Phyllis: The hand made item is real and has a story. Knowing there is some one behind each piece.

Shown here is how it is woven on the loom with the shuttle being passed back and forth in between the threads to create a web.

Q&W:Is it important to love what you do?

Phyllis: Most definitely, cause it helps you to push through the wall of long hours and sweat. I find inspiration from my store owners and their customers. I also create for the “coastal” clientele in my area (Maine).

Q&W:What makes an artist stand out in your mind?

Phyllis: Their ability to adapt.

Q&W:Should shops keystone hand made items?

Phyllis: Yes.

Rag Rugs featured in July 2007 Country Living Magazine

Q&W:Can you recommend any good shows, literature, magazines and books for creative inspiration?

Phyllis: Etsy.com and I am still learning about others, I belong to a team on Etsy.com that is a group of inspiring folks sharing their creativity.

Q&W:Do you have a favorite quote?

Phyllis:Hands to work Hearts to God.

Q&W:What do you think American artisans/venders can do to make themselves more marketable/sellable?

Phyllis:The way things are going apart of customer service is the limiting of editions and offering customization.

Phyllis in Print

In this Book(Crafting a Business: Make Money Doing What You Love) you’ll read Phyliss’s story and see photos of her, her loom and the things she makes, along with the stories of 29 successful other women. A brand new book!!!

Photo by Sherwood Burton

Phyliss’s new studio from where she works and sells her new items, Photo by Sherwood Burton. This space is attached to her new home on the Bristol Rd. (Rte 130) in Bristol, Maine. She works on a 60″ wide four harness direct tie up loom and an old 40″ Union Loom made for heavy beating in creating rag rugs.

Have you ever chosen a candle because it matched the color of your room?My favorite summer scent is Lilac but my decor is very primitive, so I don’t want a purple candle in the middle of my table! All the candles made By Black Crow look alike…so you won’t feel the need to hide your candles in a primitive container! Black Crow Candles are all hand poured in the USA!

At Black Crow, we use only the finest quality waxes, blended with just the right ingredients to give you one of the most highly fragrant candles around! We Drench All Of our Candles With The Maximum Amount Of Fragrance, so That You Will Enjoy The Delightful Aroma From The First Light To The Last!!! Our focus is fragrance, burn time, color, and primitive style. We believe that our candles are truly in a class of their own.

Our handmade candles are one of the best fundraiser products, and here’s why: Many times the products that customers receive are smaller than shown or not worth the price. Your fundraiser will totally stand out among the rest so… offer your group something they’ll be proud to sell to their family and friends, and once they’ve burn’t our candles, they’ll ask for them again, were sure of it!! Choose 12 of your favorite scents and We’ll provide you with your own customized selling sheets.

Our candles are long lasting, slow burning, and scented to the very bottom, creating one of the best candles on the market today. Each candle is hand rolled, coated and labeled resulting in a very primitive and distinctive look. You will not only love the primitive look our candles bring to your home, but the scent will fill your home with their unbelievable fragrances!

My first sight of an early wooden doll nearly took my breath away.There was just something about her that touched my very soul.Her worn face, her black glass eyes, the sparse sprigs of her hair still there beneath the old stiffened lace bonnet. There was a sweetness and wisdom about her faded & wornlittle face.I knew I would never be able to own such an old doll.So I have endeavored to learn all that I can about these early wooden & papier machedollies. To make them myself, to try and recreate that same feeling I had at my first glimpse of an early wooden doll.

~~~

I began making dollies to play with when I was a little girl growing up on mygrandfather‘s farm, but the Deerfield Farmhouse dolls came to life soon aftercoming to Deerfield Farm as a young bride nearly 25 years ago.Both my husband & I come from a long line of farmer’s, teachers ministers & seamstresses dating back to the 1700’s in Plymouth, MA.I suppose that it’s that rich family history that draws me to become so immersed and passionate about anything to do with the everyday life in the 18th & 19th centuries. From the love of old houses & gardens, to early dolls and antique textiles, all elements which you will find that I use quite often in my doll making.I make my dolls in the original homestead house on our farm. It is just 1 room over 2 and all my own.

I began making dolls as gifts and then it grew to doing small juried shows in the Pacific Northwest, most notably, the wonderful Magic of region and Magic of Christmas shows produced by the owners of the Portland, Oregon based Stars & Splendid Antiques.I attribute much of my success in the beginning to being a part of those Magic shows as well as being a part of wonderful but now defunct catalogue called Holly Berry Hill. But especially to my wonderful collectors who found me there and continue on collecting my work to this day.

~~~

I have tried several different ways to market myself and my work over the years and have found that what I enjoythe most and works the best of all is being able to meet my collectors one on one.To be able to meet my collectors, old and new, to visit and catch up with them, like old family friends. I think the best of all is seeing them smile as they come upon my work for the first time or their 100th time, it‘s always such a good feeling. To know that they understand me and my dolls.I know that, for me, if I enjoy a certain artist’s work, I love to be able to meet them and visit with them.To see the real joy in their eyes and hearthe pride in their voices as theytell me about their work.So I would have to say that this is why I much prefer selling my dolls myself.I like having complete control over how I do my business.Whether over the internet and the phone, this works best since we live and work on our family farm far from any large city.

~~~

I have been very fortunate to have had several wonderful articles written about my dolls & I and so, over the years, my dolls & I have become known around the world.My Queen Anne dolls were selected to be included in the prestigious Early American Life magazine’s “Directory of Traditional American Craftsmen”for the past 4 years. I do advertise on occasion, once a year during Christmas through the Early American Life magazine.For the most part I do all of my business through my website Deerfield Farmhouse.com and my blog, The Pastoral Doll Maker.I have monthly offerings for customers who are notified from my mailing list with emails letting them know what’s new at Deerfield Farmhouse and the dolls.I have “first come first sold” through my website offerings sales and that works wonderfully.If someone would like to commission a special piece, that is always welcome.Since my dolls are all hand sculpted and hand sewn using remnants of early textiles and trims, it’s usually best to keep watch for the doll that speaks to your heart and ask for her then.There are also delightful ongoing doll stories through another of my blogs, Deerfield Doll House~-Christine Crocker.Those are a lot of fun for my collectors and for those that just love a good story.

~~~

The economy of late has shown me that people will continue to buy what they love, but they may have to do it in “chapters”, so I ‘m always happy to offer a “layaway” of sorts forthem should they need to.There are several wonderful old things in my home that if it were not for the kindness of the dealer in offering to let me pay in chapters, I would not have such wonderful old things. So I in turn like to “pay it forward” and offer that service to my old and new collectors alike.

I also make little poppets and doll treasures, such as little things that dolly might need, such as spring & winter bonnets and day caps, little cups and dishes, sewing endearments and pin keeps for them. Just being able to have a little something, even if it isn’t a doll, they can still find something to delight that is affordable.

~~~

My dolls and I have a bit of a love affair going.I do love what I do and I think that’s very important for any artist; that you love what you do.If you love it enough that you would do it whether anyone bought your work your work or not, that love will show in anything you do.That’s what will speak to the person who holds your work in their hands and can feel what you felt in making it. That’s what will draw their attention from across a crowded room.I only make what I would love to have in my own home.So far that’s been what guides me. That and my love of early things.

~~~

My inspiration comes from visiting historic villages and museums.

Seeing and learning all I can about early wooden dolls, early textiles and clothing, and learning how and why everything was done as it was in the 18th & 19th century. I just love it all and I love to incorporate all of that into my dolls. There is so much out there to inspire us all, the possibilities are endless.

My dolls are completely hand made.From the inside out.I hand sculpt and hand paint their faces, feet and hands from papier mache, I hand sew entirely, from their bodies to their little frocks, slippers and bonnets, their underpinnings and make reed and linen Pannier hoops for them to wear.I cut wheat and oat straw from our fields and weave little straw bonnets.I try to reuse and recycle everything so that nothing goes to waste.So in a way, my dollies are very earth friendly and really, leave no footprint other than a tiny one on the heart.Making my dolls myself, with my hands rather than having them reproduced is very important to me as an artist. Having it all original and hand made by my hands here in my little farmhouse in American farmland.That’s very important. It will last and hold it’s value for future collectors who search out and find your work long after you are gone.Can you imagine your work exhibited in a museum someday?That very thought is amazing to me.So, that being said I will leave you with my favorite quote of all:

~If one advances confidently in the direction of his dreams, and endeavors to live the life which he has imagined, he will meet with a success unexpected in common hours.~
Henry David Thoreau

Another one which I love and have always had hanging in my sewing room is this one:

~I would rather sit on a pumpkin and have it all to myself,

than be crowded on a velvet cushion.
Henry David Thoreau

I love that one especially because I have always been one to dance to my own tune…and I think that following your heart is the best advice of all.Do what you love and follow your heart.

~~~

“ I have a great love of the 18th & 19th century decorative arts and all aspects of daily life as it was then.

I am a self taught artist and I believe that although I have not been formally schooled in the decorative arts, I do believe that my dolls convey the naivety and uniqueness of a doll hand made by the loving hands of a mother for her child.”

Q&W: We are honored to introduce our readers to Eric Fausnacht, a wonderfully talented acrylic artist. Please enjoy learning about Eric and his Fowl Images.

Eric Fausnacht’s acrylic and oil paintings explore the realms of texture, color and strength in the portraiture domestic fowl. His recent paintings of roosters and chickens show a photo realistic style brought together with an ornate baroque background to illuminate the regal portraiture of the subject matter. His work is in private collections throughout the United States and Europe and has sold in art auctions for several charitable institutions.

Born in 1969 in Pennsylvania, he received a Bachelors of Science in Art Education from Millersville University of Pennsylvania in 1992. He has continued his education at The University of the Arts, Philadelphia, and the Pennsylvania Academy of Fine Arts. During this time he began an interest in
the study of the strength and textures of birds, especially domestic fowl.

Eric:

I create acrylic paintings of domestic fowl currently concentrating on roosters, hens, and chicks.Most of my paintings are 30×36” and done on canvas.I have recently begun making smaller canvas paintings and small 3×5” paintings on paper.My paintings are photo-realistic images some with a plain background, some with an ornate and/or checked background.I have also recently begun making plaster roosters/hens/chicks using antique chocolate molds.I have been painting professionally for three years and have shown in galleries in Philadelphia, New Jersey, Seattle, Washington, and throughout Pennsylvania.

I believe in sticking with one subject matter and exploring it in depth.My entire collection of art and accessories consists of domestic fowl.I think itworks best for me to be known as “the rooster guy”.You know what you are getting when to walk in to my booth.

I currently sell retail in about 25 juried art and craft show throughout PA, NJ, and NY.I’m looking forward to my first wholesale show in 2009 and hope to continue in that vein.I do sell on consignment in 5 retail shops and show in 4 art galleries.I’m hoping to sell more in the wholesale market and art galleries and do fewer juried art and craft shows.

I’m looking forward to selling my giclee prints of my artwork and some of my accessories in the wholesale market.It’s a great opportunity to showcase my artwork and sell to a larger market.I hope to be able to continue this as a profitable business.

I’m looking forward to selling my giclee prints of my artwork and some of my accessories in the wholesale market.It’s a great opportunity to showcase my artwork and sell to a larger market.I hope to be able to continue this as a profitable business.

Q&W: Is it important to forge relationships with shop owners?

Eric: Absolutely, especially in the beginning.

Q&W: Do you educate your buyers on your product?

Eric: I do have a bio on the back of my giclee prints.People love to know about the artwork they are purchasing.Sometimes they like to meet you at some of the gallery shows and juried shows I attend.

Q&W: Some artists do not sell wholesale because they believe they cannot get fair value for their product. Can you describe benefits to selling wholesale, especially in a struggling economy?

Eric: It’s so much easier having someone sell my prints and accessories.I can only do so many shows per year and going door to door takes too much time.It also has opened so many doors of opportunities to sell my original paintings.

Q&W: Do you have any advice for artisans on weathering a poor economy?

Eric: Be selective in your shows and make sure your product is the best it can be.

Q&W: Do you advertise? What are some effective (& economical) ways to let customers know about you?

Eric: I send out a postcard every year to past clients and businesses on my schedule.

Q&W: Is it important to love what you do?

Eric: Yes!

Q&W:What do you think American artisans/venders can do to make themselves more marketable/sellable?

Eric: I’ve heard people say “Is this ‘made in China’” to other vendors at some early shows I did and steered away from doing those types of shows again.I mostly only do “made in America” original artwork shows.The higher end shows are the best to do if you want to be taken seriously as an artist.

Eric: All of my artwork is hand made by me.My original paintings are done in acrylic on canvas.My giclee prints are made by a local printer.I make my plaster molded roosters and hand-paint them.

Q&W Tidbit: The term ”giclee print” refers to an elevation in printmaking technology. Images are generated from high resolution digital scans and printed with archival quality inks onto various substrates including canvas, fine art, and photo-base paper. The giclee printing process provides better color accuracy than other means of reproduction.

Q&W: Describe how your products are unique from similar items in the market place:

Eric: I have an extensive web page and customers can contact me by phone or email.

Customer Service

Q&W: Describe what constitutes customer service to you and Give examples of how you provide excellent customer service:

Eric: I check my email throughout the day and respond immediately to any requests.For larger purchases, I have personally delivered paintings to customers.For repeat customers, I have offered additional items for free or at low cost.I keep a very positive attitude and appreciate every sale and potential customer.

Q&W: Describe how your company/customer base has grown over the years:

Eric: By doing many weekend juried fine art and craft show throughout the area, people are remembering my booth and my artwork.Each show brings new opportunities to show at larger and better events and has increased my sales tremendously.

Q&W: Community and Charity Involvement

Eric:Every year, I try to do several charity events by donating artwork in auctions.

Stephanie Monahan, creator and artisan of Samplers Country Collectibles in Troy, MO, has been in the Primitive Gift Industry for more than 20 years.Stephanie credits her mother and grandmother for her career as a folk artist.For without these inspirational and talented women, Stephanie would not have ventured down this ever rewarding road.

Stephanie’s mother was raised on a Vermont farm and passed her vast knowledge on to Stephanie. Her grandmother was the daughter of a Canadian mercantile owner and her vast knowledge of the dry-goods industry from food to textiles was extensive. Needless to say, Stephanie has been very blessed with maternal wisdoms.

Although Stephanie tends to be a one-woman show, as news of Samplers Country’s products spread, Stephanie lovingly passed down her family’s mother-daughter legacy by teaching her oldest daughter, Elizabeth, her art and trade. Stephanie along with her daughter, Elizabeth, exhibit their creations at the Winter Market Square’s Order Writing shows, along with the Heritage Markets and Market Square, Inc. Cash & Carry Trade shows twice a year in Valley Forge, PA.

Samplers Country creates an assortment of handcrafted country primitivesreproductions and original folkart, such as beeswax goodes, rusty candle holders, chalkware, dried goodes, dolls, handsculpted clay, early lighting, potpourri fixins, early looking covered books and boxes, pin cushions, make-do’s, and many other decorative accessories. “Recently, I introduced my line of historic paper designs called Monahan Papers”. Stephanie strives to offer the highest quality products at exceptional values, all the while keeping her items “Made in the USA”. Most products sold by Stephanie are handmade by herself or daughter.

Places to find Stephanie

In addition to attending wholesale trade shows an occassional invitational retail shows, Stephanie maintains a website, where you can view a plethera of Stephanie’s creations.

Stephanie sells both wholesale and retail.She has been attending wholesale trade shows around the United States since 1990. “I have exhibited in wholesale trade shows from Los Angeles to Boston and Philadelphia and am represented in showrooms from Seattle to Atlanta. I currently exhibit my line in Pennsylvania twice a year which keeps me very busy. I am very excited to say I have met some wonderful and talented artisans online as well as keeping in touch with some of my fellow wholesale manufacturers that I am only able to visit with twice a year”.